The Chair – Spatial Anchoring When Presenting

This week I’ve been running a 3 day workshop here in Tehran for 25 people with lots of activities and exercises sprinkled with the occasional piece of delivery by myself. Now I wanted to anchor various positions on the “stage” to indicate to the group what was going to happen next. Its called spatial anchoring which sounds like some form of physical rehabilitation, but it comes from NLP and allows you to change your audience’s state merely by positioning yourself in certain parts of the room. My chair is a…

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How to Handle “Hot ‘n’ Spicy” Salespeople in Meetings

You know the types. Been around for 40 years and want you to know it. Know more that you and want the group to know. Feel the meeting is a complete waste of time and want everyone to know they’re fed up. So here’s a story to show you how to deal with them. It was either points plus fine or attending a driving awareness course. I took the latter and so did 30 or so people rocking up at the Hilton Hotel in Newbury that November day. It soon…

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Do you Have a Switch or a Dial?

I have a switch, friends of mine have dials. Now this may not seem relevant but if I explain you’ll soon see how this can help you in your sales coaching. People with a switch – flick on and off various habits. They switch it on and won’t stop. For example, a salesperson presenting their product or service will just go on and on and over sell, sometimes persuading the customer to pull out of the deal. They just don’t know when to stop. But they eventually do. Those with…

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